Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting

By W. Buckinx, Dirk Van den Poel. European Journal of Operational Research, 2005

462 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/3122e33626411b792d05afd318190a04b9dfa3ae

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Citations in the corpus

Churn in Social Networks (2010, background): “Several studies suggest that retaining existing customers is considerably less expensive than winning new customers [50], and that new customers tend to be less profitable than existing customers [6].”
Application of data mining techniques in customer relationship management: A literature review and classification (2009, methodology): “…regression splines Lee et al. (2006) Logistic regression and neural network Kim (2006) Logistic regression, neural network and random forest Buckinx and Poel (2005) Neural network and decision tree Hung et al. (2006) Self-organizing map and Markov chain Kim et al. (2005) Logistic…”
Handling class imbalance in customer churn prediction (2009, methodology): “In the supermarket case, partial defection is modelled (Buckinx & Van den Poel, 2005).”
Building comprehensible customer churn prediction models with advanced rule induction techniques (2011, background): “However, several studies focus on the analysis of churn drivers (Buckinx & Van den Poel, 2005; Kumar & Ravi, 2008), which illustrates the need to gain insight in the causes of churn and therefore conﬁrms the need to build compre-hensible models.”
Relationship Quality and Purchase Intention and Behavior: The Moderating Impact of Relationship Strength (2010, methodology): “For instance, length of patronage was used by Rust and Zahorik (1993) to study the satisfaction-intention relationship and by Buckinx and Van den Poel (2005) to predict purchase behavior.”